Some business tenets tend to come and go.

A company I worked for started a number of

"game-changing" transformational programs only to quickly airbrush them out of our corporate
history like a disgraced Politburo member so we could start yet another "business-critical"
program.

We went from TQM to 5S to, shoot, I don't even remember. What I do know is that each was
based on sound principles... but those principles tended to die with the program.

Fortunately I found some business principles I can follow forever. These are some of my
favorites:

1. Focus on collecting knowledge...

Competing is a fact of professional life: with other businesses, other products, other people.
(Business isn't a zero sum game, but it is a game we all try to win.)

Smart people win.

Smarter people win even more often.

Continually striving to gain more experience, more experience, and more knowledge is the
second-best way to succeed. The best way?

2. ... And focus more on collecting knowledgeable people.

You can't know everything. But you can know enough smart people so together you know
almost everything. And, together, you can do almost anything.

Work hard on getting smarter. Work harder on getting smart people on your side.

How?

3. Always give before receiving.

The goal of networking is to connect with people who can provide a referral, help make a sale,
share important information, serve as a mentor, etc. When we network, we want something.

But, especially at first, never ask for what you want. Forget about what you want and focus on
what you can give. Giving is the only way to establish a real relationship and a lasting
connection. Focus solely on what you can get out of the connection and you will never make
meaningful, mutually beneficial connections. (If it's not mutually beneficial it's not a connection;
it's a relationship where someone is getting used.)

Approach networking as if it's all about them and not about you, and you will soon build a
network that feels the same way. Then you'll make more than just contacts.

You'll make friends.

4. Always look past the messenger and focus on the message.

When people speak from a position of position of power or authority or fame, it's tempting to
place greater emphasis on their input, advice, and ideas. Warren Buffett? Yep, gotta listen to
him. Sheryl Sandberg? Yes. Richard Branson? Absolutely.

That approach works to a point--but only to a point. Really smart people strip away all the
framing that comes with the source--both positive and negative--and evaluate information,
advice, and input idea based solely on its merits.

When Branson says, "Screw it; just do it and get on with it," that's powerful. When the guy who
delivers your lunch says it, shouldn't it be just as powerful?

Never discount the message because you discount the messenger. Good advice is good advice
-- regardless of the source.

5. Always work on what will be next.

It's impossible to predict what will work, much less how well it will work. Some products stick --
for a while. Some services flourish--and then don't. Some ventures take off -- and flame out.
Some careers thrive--and then don't.

You will always need a next: a new product, a new service, a new customer or connection, a
new job or even career...

No matter how successful you are today, always have a next in your pipeline. If somehow your
current career or business continues to thrive, great: You will still have created a bigger pipeline
of potential positions or products or customers.

Always having a "next" is how successful people weather the storm when times are tough... and
grow even more successful when business is booming.

6. Eat as many of your words as you can.

When you look back, one of the best things to be is wrong because when you make a mistake
you are given the chance to learn. (If you're always right you never really grow.)

Don't worry. Every successful person has failed numerous times. Most have failed more than
you -- that's why they're so successful today.
Own every mistake, every miscue, and every failure. Say you made a mistake. Say you messed
up. Say it to other people, but more importantly, look in the mirror and say it to yourself.

Then commit to making sure that next time you'll make things turn out differently.

7. Always turn ideas into actions.

The word "idea" should be a verb, not a noun, because no idea is real until you turn that
inspiration into action.

Ideas without action aren't ideas; they're regrets.

Every day we let hesitation and uncertainty stop us from acting on our ideas. Fear of the
unknown and fear of failure are what stop me, and may be what stops you, too. Think about a
few of the ideas you've had, whether for a new business, a new career, or even just a part-time
job. Many of those ideas would have turned out well if you had given them your best effort.

Trust your analysis, your judgment, and your instincts. Trust them more than you currently do.
And definitely trust your willingness to work through challenges and roadblocks.

Granted you won't get it right all of the time... but when you let an idea stay an idea, you almost
always get it wrong.

8. Occasionally just follow your interests.

Yeah, we're hyper-focused. Yeah, we've got our head down and our blinders on. Yeah, we're
24/7, take no prisoners, failure is not an option gals and guys.

But occasionally we all need to lighten up.

Take me. There are acres of woods behind our house. It's like squirrel paradise. They're always
leaping from tree to tree and scampering across the deck.

When the leaves fall their nests are visible high up in the trees. I've seen nests for years and
wondered what they're made of (besides leaves) and how many squirrels share a nest. One day
I stopped wondering and took a break to check it out.

Kinda dopey? Sure. But it was a fun five minutes that made me appreciate my squirrel friends a
little more -- and sent me back to work with a little extra oomph.

Success is a marathon, not a sprint. Explore. Take occasional breaks and indulge a curiosity.
Once in a while, take the time to learn a little about whatever your "squirrel nests" might be.
It's fun... and we can always use a little more of that.

How to have a successful career

Everyone wants to build a successful career: To get promoted, to gain new responsibility and
authority, to earn a higher salary....

(Well, maybe not everyone, but you get the point.)

Even though I held a number of responsible positions, I also made a number of missteps (one of
my nicknames was CLMJ, for Career Limiting Move Jeff), so sometimes I'm not be the best
person to give career advice.

So I found someone a lot better: Jim Whitehurst. Jim has gone from management consultant at
Boston Consulting Group to Treasurer of Delta Airlines to Chief Operating Officer of Delta
Airlines… and is now the CEO of Red Hat, the $1.1 billion open source software company. (And
he's the author of The Open Organization: Igniting Passion and Purpose.)

Jim definitely knows how to build a successful career – and just as importantly, what smart
leaders look for as they develop and promote talented employees.

Just don’t be surprised that the road to success requires dedication, commitment, and hard
work. (If building a great career was easy, we'd all be CEOs.)

Here's are Jim's tips:

1. Be deeply curious.

When I look for people to place in leadership positions, especially senior leadership positions, I
look for people who deeply understand the business. Probe deeply into most companies and
you’ll find way too many senior executives understand their role and their division... but not the
overall business, much less the broader economy.

An outstanding executive: 1) Deeply understands her specific areas of responsibility; 2)

Thoroughly understands the aspects of the rest of her company; 3) Has a solid understanding of
her industry, other industries, and macro-economic forces and trends.

Sound like a lot to know? It is – but it's knowledge that will separate you from the pack. Most
people work hard to check the “I’m doing a great job in my job” box, but to be a leader you need
to be able to step up, care about, and truly understand the larger issues of the business.

For example, at Delta I was treasurer but I was also very concerned about our then-poor on
time record. I dug into the data, met with peers, learned what people did in different
departments… I wanted to know everything possible about everything possible.
It takes time, but it's also easy: People readily talk about their frustrations, issues, and concerns.
All you have to do is ask questions and listen.

In time I became known as a guy with broad skills… and one day our CEO said, “Okay, since
you’ve been complaining so much about our transportation network, it’s yours.” Even though I
had never held an operations job I became the COO.

People instantly recognize when you truly care about your business and truly care about
learning. That always shines through – and will always take you far.

2. Learn how to get the people around you to do the best they can.

I phrase it that way because different people have different leadership styles and different ways
they influence others.

Authenticity is the real key to leadership at any level, especially the senior level. The goal is to
be authentic and learn to work within the framework of your personality to get people to follow
your lead.

Be yourself and leverage your strengths. Don't try to act like someone else; people can instantly
tell. If you're casual and easygoing, don’t try to switch personalities and become refined and
polished. You'll just come across as insincere and plastic.

People like, respect, and follow real people. Be yourself and learn how to get people to do what
you want them to do – as yourself.

3. Find a work-life rhythm you can maintain.

You can’t treat your career like a crash diet: Cut your calories in half and exercise like crazy and
you will lose weight, but eventually you won't be able to stick with a program like that… and
you'll gain back the weight you lost.

A career works the same way. While there will be periods of intense stress – like in my case
when Delta was preparing for bankruptcy or during my first 100 days at Red Hat – in general
you must find a business and life rhythm you can maintain over the long term.

Find a rhythm where you can have enough time for family and friends, feel satisfied emotionally,
and still excel at work, because building a great career is a marathon, not a sprint.

4. Care deeply.

Don’t kid yourself: Everyone knows when you’re only in it for yourself.
Unless you truly care about the company you work for and are personally invested in its
success, you will never work as hard as you need to work to truly succeed.

Every great leader is deeply invested in the success of others; every great business leader,
regardless of position or level, cares deeply about their company and the people around them. If
you don’t care deeply now, find something you do care deeply about: Another function, another
mission, another company, etc.

You can only reach your full potential, both personally and in a career, when you truly care.

5. Build your team.

Outside of work we all need a broader group of people we can rely on to provide advice and
guidance – people who care about our success the same way we care about theirs.

My "team" includes ex-partners from Boston Consulting Group, ex-colleagues from Delta, great
friends from B-school… they all care about my success and freely give me advice, perspective,
support, etc. They’re on “Team Jim,” and I’m on “Team Chris,” “Team Rob,” etc.

The people on your team don’t need to be older, grizzled sages – they just need to know you
and care about you.

Make sure you have people in your life you can always turn to… and for whom you will always
do the same.